Position Overview
The VMS Sales Manager is responsible for driving new business development and revenue growth through Vendor Management System (VMS) channels. This role focuses on securing and expanding partnerships with MSPs, VMS platforms, and enterprise clients, while positioning the organization as a preferred staffing supplier. The position requires a strong understanding of contingent workforce models, high-volume staffing, and vendor-based sales strategies.

Key Responsibilities

• Identify, pursue, and secure new VMS/MSP partnerships to drive contingent labor revenue
• Manage and grow existing VMS accounts, increasing requisition flow and fill ratios
• Develop and execute sales strategies to penetrate enterprise accounts utilizing VMS platforms
• Build relationships with MSP program managers, procurement teams, and key stakeholders
• Analyze VMS data (submittals, fill rates, time-to-fill, bill rates) to optimize performance and profitability
• Negotiate bill rates, terms, and service level agreements (SLAs) with clients and MSP partners
• Ensure compliance with VMS program requirements, including documentation, onboarding, and reporting standards
• Monitor market trends and competitive positioning within VMS channels
• Drive continuous improvement in submission quality, speed, and conversion ratios

Key Performance Metrics

• Revenue generated through VMS/MSP channels
• Fill ratio and submittal-to-placement conversion rates
• Number of new VMS/MSP partnerships secured
• Growth of existing accounts
• Time-to-submit and time-to-fill metrics
• Gross margin performance

Qualifications

• 3–7+ years of staffing sales experience, with a strong focus on VMS/MSP environments
• Proven track record of generating revenue through VMS channels
• Deep understanding of contingent workforce models and high-volume staffing
• Experience working with major VMS platforms (e.g., Fieldglass, Beeline, IQNavigator)
• Strong negotiation and relationship management skills
• Ability to analyze data and drive performance improvements
• Results-driven with a strong sense of urgency and accountability
• Excellent communication and stakeholder management skills

Preferred Experience

• Background in light industrial, manufacturing, IT, or professional staffing
• Established relationships with MSP providers and enterprise clients
• Experience scaling VMS programs across multiple regions or clients

Compensation & Structure

• Base salary
• Performance-based bonuses tied to revenue and growth
• Opportunity to build and lead a VMS-focused sales division

Value Proposition

• Direct impact on revenue growth through high-volume, scalable channels
• Access to national and enterprise-level accounts
• Opportunity to build strategic partnerships and expand market presence
• Clear path to leadership as VMS business scales

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